6 Tips To Help Your Band Sell More Merch at Your Next Show
It’s not always easy to get people to spend money on band merchandise at concerts, especially when you’re competing with factors such as other bands or the bar. Here are a few ideas to help your band increase its merch sales.
1. Promote from the stage
Self-promotion is not something that comes natural for most people, especially us musicians, but it has to be done. If the people watching your show don’t know that your band has merchandise for sale, they probably aren’t going to be buying anything after your performance. Make concert-goers aware of your merch table by making a few announcements during your band’s set informing attendees that you have items for sale after the show. Don’t bombard them with on stage advertisements, but be sure to announce the band name a couple of times, point out the general direction of your merch table, and let them know that your band does in fact have shirts, cds, etc. for sale.
2. Don’t leave the merch table unattended
It’s awful hard to sell any cds or shirts if there isn’t anyone manning the merch table, so make it a point to always have someone on hand at the table ready to sell items to newly converted fans. It can be a band member, or a girl/boy friend, but the best salesperson for band merch is an enthusiastic fan. Enthusiasm is infectious and having a fan engaging people who are browsing the merch table is a great way to gain new passionate fans and sell more stuff. Be sure to offer your fan-salesperson some type of compensation – a couple of beers, some merch, a small commission – let them know you appreciate their hard work.
3. Have a member of the band hang out and sell merchandise after your set
Okay, I know I just told you that the best person to sell your band’s stuff is a fan, and that’s generally true, but people that attend shows love to meet the band. Making yourself available (at your merch table) to chat up those who just watched your performance is a great time for you to make people aware of your new cd or new shirt design.
4. Have a sale
Everyone loves a deal, right? Apply some of the marketing concepts that big department stores employ to get people in the door by offering two-for-one deals, cd/t-shirt bundles, or free items with a purchase. People like to feel like they’re getting a good deal and even a small discount make the difference between some one spending their extra cash at your band’s merch table or spending it at the bar.
5. Pay attention to the layout of the merch table
Presentation, believe it or not, is a big deal. Fans are more likely to buy merch from your band if it looks attractive. Fold shirts or hang them in such a way that the design is clearly visible to shoppers. Lay cds out neatly or create a stand to display your releases. Be sure to create legible signs clearly showing the price of each item and any options available to the buyer (such as shirt size). If you’re following the advice above and offering some type of deal, make sure there is a sign letting people know that they can get a deal. Lastly, have some kind of light on hand so people can see what you band is selling. Nightclubs are generally very dark and don’t always lend themselves to becoming ideal storefronts. Pack some sort of small lamp or even string lights in the merch box and let your fans actually see what you’re selling.
6. Offer your fans something unique
Just as deals make fans feel all warm and fuzzy, so does the idea that getting something special by purchasing merchandise at your band’s show. Offer special items that fans can only get at the show. Silk screened posters, cdrs with new songs your band is working on, or other unique items, just make sure they know that they are getting the item because they attended the concert. Check out our article on Clever and Unique Band Merch Ideas for more inspiration.
